Public Sector Director of Sales Operations

2 weeks ago

Indianapolis Indiana, United States Resultant Full time
Job Description


As the Director of Sales Operations, you will play a critical role in driving the sales effectiveness and operational efficiency of our public sector side of the business.

You will be responsible for developing and implementing strategies, processes, and improving systems to streamline sales operations, improving key metrics such as:

Lead Generation

Opportunity Origination and Creation

Qualified Opportunity Creation

Deal Win Rate

Booked Sales

Revenue

And Others

Collaboration will be a vital part of this role.

Resultant's Public Sector business development team is organized into key vertical groups (Health and Human Services, Education, Justice, as well as Workforce and Economic Development).

This role will work closely with leadership and membership of these verticals to make sure the strategies, processes, and insights surrounding our sales engine are streamlined to help make sales activities as successful as possible.

Consider your day-to-day responsibilities in this role:

Sales Strategy Awareness and Alignment:
Maintain a comprehensive understand of Resultant's go-to-market strategies and vertical-specific plans within the Public Sector. Collaborate closely with Public Sector leadership to ensure the alignment of sales operations processes with broader strategic objectives. While not directly responsible for strategy creation, stay well-informed about strategic development to make sure sales operations is streamlined to effectively supporting implementation and execution of these strategies

Sales Process Optimization:

Streamline Resultant's sales processes from lead generation to deal closure, assuring these processes are as efficient, consistent, and in line with best practices as possible.

Identify opportunities for automation and implement tools to enhance productivity in these processes.

Sales Performance Management:
Help improve the framework and methodology used to create and manage key performance metrics on an annual basis. Implement key performance metrics and associated dashboards to track sales performance, pipeline development, and associated forecasts.

Use this data to perform analysis that identifies trends, evaluates performance, and allows Resultant to make more data-driven decisions around the sales process.


Sales Team Enablement:

Provide leadership and guidance for business development resources including facilitating training (initial and ongoing), coaching, and mentorship to enhance their skills and effectiveness.


Cross-Functional Collaboration:

Foster collaboration and alignment between Public Sector Sales and other key groups inside of Resultant including marketing, finance, delivery teams, and other business units.

Partner with other business unit stakeholders to identify opportunities for cross-selling or upselling.

Client Relationship Management:

Support sales efforts by having a strong pulse on Resultant's key clients by participating in client meetings, presentations, and negotiations.

Gain and maintain an in-depth understanding of Resultant's customer needs to further drive success.

Partnership/Channel Management:

Work closely with strategic partnership functions as well as any vertical specific partner managers to maintain a intimate understanding of Resultant's partnership ecosphere and how that can be used to enhance sales productivity.

0

Sales Intelligence:

Create and manage a framework for conducting market research and competitive analysis to identify key trends, opportunities, and threats.

Utilize this analysis to help inform how Resultant differentiates itself from its competitors when going to market as well as gaining a competitive upper hand when directly competing on opportunities.


Compliance and Risk Management:
Ensure compliance with legal and regulatory requirements related to sales operations, contracts, and agreements. Mitigate risks associated with sales activities to maintain the highest standards of ethical conduct.

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